This is the downside to offering lucrative rewards for individual performance, rather than rewarding team performance.
Everything boils down to the beliefs of top management, as reflected in the company’s mission, vision and values system. How sincere have you been in practicing them? If you turn a blind eye to bribing customers, it certainly reflects on the company’s ethics and integrity.
Corollary to this, do you have the option to terminate non-performing sales personnel as soon as they become deadwood, say for two consecutive months? “We do what is right. We believe in profit with honor. For us, this simply means doing what we’ll say we’ll do and acting with honesty, fairness and integrity.”
Make it clear that personal integrity will be rewarded. Arrange with the human resources department to provide training support for all managers and workers, regardless of the nature of their job and title.
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